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Sales Performance Tune-up Part 1

Understand how B2B buyers work and what you should be doing to become a great salesperson and be more successful.
4.6 (5 ratings)
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47 students enrolled
Last updated 5/2014
English
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Includes:
  • 2 hours on-demand video
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
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Description

If you are a good sales person who wants to become great, if you are at the top of your game but know you can do better or if you have a pipeline full of deals that simply won’t close then this course is for you. You will understand concepts and learn techniques to hone your skills across all aspects of B2B selling to make you

  • more effective in what you actually do, working on the right things
  • more efficient with your time and your teams as it is a finite resource

and to help you

  • improve your close ratios, more success, less defeats
  • increase your deal size, hit your numbers faster
  • enhance your credibility with customers, prospects and your team

to make you more successful.

Each section, broken down into bite size lessons, deals with a specific part of selling and the selling cycle. The lessons are voice over slides. A quiz at the end of each section is intended to validate that you have understood the concepts before moving onto the next section.

The course is structured around a classic B2B sales cycle. My recommendation is to follow it as designed as later lessons build on what you have learnt previously. Listen all the way through then come back to specific lessons and revise it again taking note of the concepts and techniques discussed. When you work through a specific lesson with a technique or techniques you need to apply, do it, and start putting the techniques discussed into practice.

I suggest that the course be completed within 2-4 weeks depending on how you manage your practice. Don’t create excuses now as to why you cannot practice or embrace the ideas in this series. I can be your guide but it is you that has to climb the mountain. If you don’t give it a real go then we will both have failed!

Who is the target audience?
  • the course is designed for people currently in some kind of B2B sales role today
  • if you are a good salesperson who wants to become great this course is for you
  • if you are at the top of your game but know you can still do better this course is for you
  • if you have a pipeline of deals that simply will not close this course is for you
  • if you do a lot of selling through tenders and requests for proposals this course is for you
  • whether you are selling technology, professional services or office furniture and everything in between this course is intended for you
  • an understanding of the basics of selling is required as we explore some more advanced aspects of selling
Students Who Viewed This Course Also Viewed
What Will I Learn?
become a more successful salesperson
realise your full potential as a salesperson
make your sales job more fun
to better understand how to engage with your prospects and WHY this is so important
to hone your existing skills and to introduce you to new ones
View Curriculum
Requirements
  • basic understanding of sales and selling concepts, if you have not sold anything beofre then this course may not be for you
  • courage to do what it takes, to get outside your comfort zone in training
Curriculum For This Course
Expand All 23 Lectures Collapse All 23 Lectures 01:50:31
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introduction and purpose
4 Lectures 10:59


Throughout this course I have included quick quizzes to help you assess how well you have understood and internalised key messages. My recommendation to you is that if you do not get 100% in any quiz to go back over that section carefully until you do. If you have questions or are unclear then please raise them on the discussion board or email me diectly on chris@customersmatter.net.

Preview 03:44


Foundation Concepts are the framework for this course
2 questions
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about you
3 Lectures 11:31
ego vs attitude
04:38

learning and unlearning
03:32

practice
03:21

About you
5 questions
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about the customer
2 Lectures 19:01
profile of a B2B buyer
11:57

why people buy
07:04

about the customer
4 questions
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begin with the end in mind
5 Lectures 36:06
begin with the end in mind
06:54

things to be aware of
02:59

begin with the end in mind
4 questions

qualifying in and out
05:10

negotiating (not the money)
09:54

tenders and RFPs
11:09

section 3 part 2
7 questions
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the art of discovery
7 Lectures 24:47
summary of section 3
02:02

great discovery
01:33

setting the mood
03:04

real world example
05:19

the real art of discovery
04:06

great questioning technique
05:43

the how of discovery
03:00

the art of discovery
7 questions
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summing up
2 Lectures 08:07
summing up discovery
04:43

conclusion of Part 1
03:24

How many foundation concepts are presented in this course?

foundation concepts
6 questions
About the Instructor
4.5 Average rating
6 Reviews
47 Students
2 Courses
Sales Mentor, Customer Acquisition and Retention specialist

Chris is an accomplished technology business and sales leader with over 20 years’ experience selling solutions to people’s business problems. Chris has demonstrated consistent achievement of sales targets, KPI’s & customer satisfaction metrics. He is enthusiastic and brings genuine passion and initiative to strategic, business critical consulting roles. Chris achievements include:

·Number one sales person worldwide 2000 for a NASDAQ listed software company

·Identifying and driving the strategic direction of a business through sales growth, people leadership and change management

·Mentor and train sales people to become high achievers within a team culture working within a repeatable sales process

Throughout his career Chris has demonstrated an ability to quickly understand the business value and real customer value of solutions and to articulate that with customers and business partners at all levels.

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